July 2, 1999
Last Resort
You're going to love our mandatory vacation enforcement policy!
In the United States, talk of vacation (or as they call it in
the 51st state "holiday") is usually dominated by internationalist snobs
who insist that the Europeans, with their still-life Augusts and 28-day paid
sabbaticals, are way ahead of us. So you might think there's something
slightly un-American about Time Off.
And you might be right. During our recent trip to TrendWest Resorts Inc. in
Burlingame CA, we learned that the familiar vacation mix of scheduling angst
and travel fretfulness can be blended with a whole new seasoning of economic
anxiety.
What is TrendWest Resorts Inc.? TrendWest Resorts should not
be confused with TrendWest Vacations, although
both are affiliated in some way with
WorldMark the Club and WorldMark
Resorts (Partners In Growth), and are owned by the development company
(and possible Star Wars action figure) Jeld-Wen.
Or wait, actually
they're not owned by Jeld-Wen; they're owned by TrendWest members,
vacationers just like me.
Jeld-Wen, I now recall, builds vacation resorts for TrendWest in a special
no-debt arrangement, and once I become a TrendWest member, I too will be an
owner of the company, free and clear. In any event, all of these companies
are affiliated with RCI, the Vacation Network. My TrendWest representative,
Mario, warned me that I wouldn't be able to remember all these details.
According to Mario's calculations, a person as smart as Albert Einstein
would be able to remember about 18 or 19 percent of the TrendWest pitch;
a person of average intelligence would remember about 12 percent. As we shall
see later, the difficulty of remembering details was
one of the reasons Mario urged me to become a TrendWest member
immediately, rather than waiting until I'd had a chance
to sleep on the idea.
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The important thing to remember about TrendWest is that it is
not a time-sharing company. TrendWest's vacation network arrangement
is a one-of-a-kind arrangement. There are many such one-of-a-kind vacation
companies around the United States, but
TrendWest is more unique than the others. TrendWest is so
unique that RCI allowed TrendWest to put a front-cover ad on the RCI
catalogue.
How did we end up visiting TrendWest? Free Airline Tickets! Just for attending
the TrendWest video presentation, we were awarded round-trip airline
tickets to sunny San Diego, and three days' stay at a rated hotel. That's the
beauty of being an American; there are so many people desperate for your
attention that you can make out like a bandit just by showing up at an event.
In fact, this wasn't the first time we attended a vacation network presentation in
exchange for free gifts. A vacation company in New Jersey once lured us to their
video presentation by promising to let us ride a horse.
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So what happens at the TrendWest video presentation? We
started off with donut holes and a cup of Folgers coffee with non-dairy
creamer. And I have to say this cost-saving choice of refreshments didn't
exactly build confidence in a company that's supposed to offer luxury vacations
at reasonable prices.
Things definitely perked up when we watched the first of TrendWest's video
presentations. This one was hosted by Robert Urich, who jumped from one
sunlit resort to another: One minute the second-generation Love Boat
captain was kicking back with fishermen in Key West; exit stage right and there
was TV's Dan Tanna in a white cotton shirt, hitting the links in Palm Desert;
one more cut and the Hawaiian-shirted Spenser, For Hire star
was estivating amid a swirl of tropical fronds. And, well, if you're half the
Robert Urich fan I am, you would have been ready to throw down your $16,000
right then and there.
But something was holding me back. For one thing, the resorts Urich
seemed to be inhabiting had an oddly generic quality, as if they'd been cooked
up by digital effects. Oh, I believe Urich was actually present at all
these resorts, but there was something about those terraced condos,those
strolling couples, those perfectly
adequate beachfront views, that just screamed "vacation spot!" And I just don't
get vacation. Maybe it's
because I'm un-American, or maybe it's because I'm too American,
or maybe it's because I grew up in a resort town, but vacation has always
seemed to me to be something to be endured rather than enjoyed.
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None of which, I'm sure, made Mario's job any easier. I hope it
doesn't seem that I am in any way disparaging Mario, who did a fine job of
presenting the TrendWest materials. I felt sympathy for the guy, as each of
his "what is your dream vacation?"-type questions elicited a "Mario, I have
no fucking idea"-type response. When I dream, it's of a better future, not a
better vacation package.
Mario didn't help matters with his narrow definition of what constitutes a
vacation. Throughout most of the 1990s our vacations have mostly consisted
of visiting in-laws in the Middle East. Mario wouldn't count that as a
vacation vacation, since on these trips we stayed with friends or
relatives. A real vacation, apparently, is
a rigidly defined, Club Med-style affair, in which I would stay in a hotel,
rent a sightseeing car, shop for local arts and crafts, and generally sit around
like an oaf while being waited on by secretly contemptuous natives.
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As Mario explained the terms of TrendWest's vacation
ownership deal, though, my nightmares of tense tourist-trap decay faded into a
happy vision of hassle-free leisure time. In fact, TrendWest's affiliation with
the RCI vacation network appealed not so much to my sense of leisure as my
sense of exploration. With affiliates all over the world - all accessible in
exchange for a few thousand TrendWest vacation credits - RCI could pave my
way to Sumatra, Liechtenstein, Burkina Faso, the Kamchatka peninsula... all kinds
of places I've always wanted to visit.
Mario had me draw a vertical line down a page of notebook paper, and catalogue
the differences between Vacation Ownership and mere Time Sharing. Time sharing,
it turned out, is basically a sop for old fogeys, retired couples whose
imaginations are so stunted they'd be happy with a typical
warmup-suit-and-golf vacation. Vacation ownership, on the other hand, was
for people like us, adventurous travelers for whom the world is one
big Happening. For us, TrendWest's (or WorldMark, the club's) own
network of resorts
on the west coast would just be the beginning.
That's because our ownership of the TrendWest condos could be exchanged any
year for "credits" in the RCI vacation network. And not just regular credits.
Since TrendWest's condos were all in the highest condo ratings category (I
don't know whose category this was, but I suspect it was TrendWest's), we would
be able to trade our credits in TrendWest, at par or better, for vacation
credits in any of the vacation spots in Urich's RCI Network. Sure, we might
want to use our TrendWest time share for an occasional weekend getaway, but
for our real vacation (here Mario flipped out a picture of a catamaran
with a woman sitting on the bow of the starboard hull; Mario had circled the
woman in ballpoint pen, to emphasize the scale of the boat), our "gold" credits
would let us write our own ticket, anywhere in the world. And all this,
thousands of TrendWest credits every year for the rest of our lives, could be
ours for a one-time outlay of only $16,000.
I was pretty excited by the prospect. This credits business gave me a
satisfying sense of being in the kind of science fiction movie where residents
of other solar systems always do business not in Dollars or Francs or Marks but
in so many "Credits." And although Einstein himself could apprehend less than
20 percent of this information, the better-than-time-sharing arrangement
seemed to me unimpeachable. After all, we'd be out $16,000, but that would pay
for itself with the vacation savings we'd get in only a few years (three years,
by Mario's calculation). After that, we'd be getting
a fresh batch of credits every year, so the longer we lived, the more soundly
we would beat the system. The only drawback was the several-hundred-dollar fee
we'd have to pay each year to switch our credits.
The other drawback was my lack of facility with figuring out lifetime
amortization schemes. Like the caveman who shields the sun from his eyes and
then believes his hand is larger than the sun, I just couldn't get my mind
around the idea that $16,000 would ever pay for itself, no matter how many
vacations we ended up taking at steep discounts. Or actually it was worse: I
imagined there would be a way to make it work, but I wouldn't figure
out how, that we'd be continually nickel-and-dimed with fees, ill-planned credit
trades and last-minute changes.
In the end, though, what rendered me unable to make a decision was the fact that
I had to make a decision. When I asked for a chance to think this offer over,
Mario dropped the bomb: I had to decide then and there, or the offer of
gold standard vacation ownership would be withdrawn forever.
"Why do we have to decide now?" I asked.
"Because we have people from the better business bureau who come in here posing
as customers, just to check that we're doing what we say we're doing. If I
told you this was a one-time offer, and then let you come back another time,
I could lose my license."
"But why do you make it a one-time offer in the first place? It sounds good, but
it's a lot of money and we'd need time to think about it. Why can't we do that?"
I wish I could remember Mario's answer, but in fact I didn't even understand his
response well enough to forget it. In any event, his position was adamantine: He
wouldn't even give us brochures for the road. And why not? Why tempt us with what
we couldn't have? Like the Lord, Mario presented a choice that was clear, stark
and unappealable. On the one hand, a lifetime of vacation ownership, sunlit
decades of happy wandering stretching before us. On the other, the curse of
indecision: exile from Vacation ownership, eternal loss of our credits, bupkes on
a lifetime scale. Even if we came crawling back to TrendWest, our records were
already in their system, and the order would come down from on high: Give them
a timeshare if they want it, but keep them away from the good stash.
You'll recall that I promised economic anxiety at the beginning of this article.
There you have it. Ever since we let Mario's deal slide, I've been kicking myself:
If only I'd known! If only I'd calculated the odds before my TrendWest video
presentation, I'd have gone into there ready to make my decision for Fun, to take
those gold credits as my right, to slap down my money and declare "Sixteen K,
Mario. Put it all on Gold!"
Don't let it happen to you. Before you get your vacation ownership cold call, do
your research. Figure out the angles, and know what your credits will buy you.
Learn how vacation ownership will work for you, and be ready to make a choice,
before the SS Vacation Fun pulls out of port without you.
Because you only get one chance at the chance of a lifetime.
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